Sales Leader Pivot: Cybersecurity Solution Architect, operations exp
Resume:
Mathew S. Connelly
Massillon, Ohio 44646
*********@*****.***
Summary: I am a seasoned senior level sales leader with expertise in solution selling and building high performance sales teams. Proven history in cultivating relationships between value-add partners, strategic service providers and customers. Recognized for achieving sales targets and turning underdeveloped markets into profitable, sustainable businesses.
Professional Experience:
NetApp Inc. August 2023 - Present
NetApp, Inc. engages in the design, manufacturing, marketing, and technical support of networked storage solutions. It supplies enterprise storage and data management software, and hardware products and services
US Director of Commercial Sales – Responsible for leading the US sales and strategic efforts for the commercial territory division
Accountable for leading team of 35 sales reps. and 4 District sales managers. $70M hybrid cloud revenue.
Participate in strategic planning and operational initiatives.
Collaborate with marketing and partner management to develop US go to market initiatives.
120% quota in Fy 24 – Club winner
Drove pipeline growth with a 5.1X avg. per district, Leader in New account generation. 40 per quarter.
Deep Instinct June 2021 - June 2022
Deep Instinct is an Israeli cybersecurity company that applies deep learning to cybersecurity. The company implements advanced artificial intelligence to the task of preventing and detecting malware and viruses before they execute.
Area VP of Sales - Central US and Eastern Canada - Accountable for leading and managing 13 sales professionals, pre-sales engineering teams and supporting personnel.
•Grew from $100k ARR to $4M ARR in less than 12 months.
•Key Wins: Union Pacific, Motorola, Hitachi, as well as many MSSP’s and service providers
•Scope of operations: 17 states including 800 accounts as well as Eastern Canadian Commercial, Crown Corp. and Public sector.
Nutanix Inc July 2019 – June 2021 Nutanix is a market leading cloud computing company that sells virtualization, HCI, data center optimization software, as well as software-defined storage solutions.
Regional Sales Director – Enterprise Team July 2020- June 2021 (Ohio, Michigan, Indiana, Kentucky, Western Pa., West Virginia)
•Lead sales team through business value transformation from appliance based model to subscription based ACV model.
• Accountable for leading and managing 9 software sales specialists generating $12M ACV to $20M ACV with 90% renewal rate.
• N. American coverage for Automotive accounts – Ford, GM, Honda, FCA/Stellantis, Daimler Benz and VW Group
● Scope of operation: 148 of Global 2000 and Fortune 500 accounts based
Hewlett Packard Enterprise Corp. May 2013 – July 2019 HPE is a global provider of software, computer hardware and services.
District Sales Manager (Datacenter Hybrid Compute) August 2016 – July 2019
Lead and manage team of 10 server, storage and hyper-converged sales specialists focused on large commercial and global accounts based in Ohio, Michigan, Indiana, Kentucky, West Virginia and Western Pennsylvania.
•Accountable for business growth, company market share and revenue of $150M in FY 17.
• Provide input on overall sales strategy, cost optimization, and disciplined process management (pipeline review, asset management, demo sales achievement, etc.).
•Change management – Lead team through 3 major divestitures (HPI split, MicroFocus split - IPO, and DXC split-IPO)
•Developed the consultative, solution selling capability for the team to provide compelling business cases that differentiate and highlight the value of the company's broad portfolio.
• Engage Global Business Unit Sales Teams (Specialists, Channel Partners, and Alliance Partners) to fully leverage all of the company's products and technology offerings
District Sales Manager (Storage Division)– Ohio Valley May 2013 – July 2016 (Large commercial accounts for Ohio, Indiana, Michigan, Kentucky, W. Pennsylvania, W. Virginia) (State of Ohio and State of West Virginia - SLED, K-12, Higher Education)
Top accounts: GM. Ford, Daimler Benz, FCA, Cardinal Health, Exact Target, P&G, Baptist Health, Limited Brands, Alcoa, Lubrizol, University Hospitals of Cleveland.
•Manage team of 10 data center storage specialists generating $75M in sales, 18% Y:Y growth
•Managed, merged and integrated sellers from acquisitions: Nimble Storage and Simplivity into HPE storage portfolio.
Network Appliance Inc. November 2005 – April 2013 NetApp, Inc. engages in the design, manufacturing, marketing, and technical support of networked storage solutions. It supplies enterprise storage and data management software, and hardware products and services.
District Sales Manager – Ohio Valley Enterprise April 2010 – May 2013 (Indiana, Ohio, Kentucky, W. Pennsylvania)
Lead, manage and develop sales teams responsible for the 52 largest Fortune 500 accounts across the four state marketplace. Engage in strategic planning and marketing activities. Cross functional collaboration on key regional initiatives. Leadership development, mentoring, and planning.
Accomplishments:
•Developed advanced account planning template that became standard for the region. $30M in sales for FY’ 13. Achieved 128% of plan in FY’ 11: 40% year over year revenue growth
•President’s club winner FY’ 11
District Sales Manager – Ohio Valley Commercial May 2007 – April 2010 (Ohio, W. Pa, WV, Ky, In.)
Lead, recruit and developed a high-performance team focused on the Mid Market Account segment ($500m - $5B sales)
Accomplishments:
•Achieved 103% quota in FY 2009 ($30M) and 100% of quota in FY 2010 ($25M) o Team opened up 80 new accounts in 10 months
• Gross margin over 60% for 10 consecutive months
•23% year over year Revenue growth
•President’s club winner Fy’08
• Invigorate and develop channel partner community including creation of training curriculum. As a result, team achieved 90% indirect sales through reseller network.
Essential Functions Performed:
• Communicate and implement strategic corporate imperatives in the market
• Establish short-term and long-term goals and quotas in line with corporate objectives.
• Select, develop, and evaluate personnel to ensure departmental goals are met.
• Participate in strategic planning sessions with the sales management team on a quarterly and annual basis
Account Manager November 2005 – April 2007 Responsible for growing new business in Northern Ohio and Western Pennsylvania territory.
Accomplishments:
•Major wins at Cleveland Clinic, Key Bank, Amtrust Bank, PolyOne, American Greetings, Reed Smith Law, Akron Children’s Hospital, Consol Energy, Univ. Hospital Systems
•Achieved 120% of quota – earned trip to President’s Sales Club in FY’07
•Generated short term wins by leveraging relationships and channel partners while maintaining a long-term view of the territory. This resulted in 32 new accounts wins in one year.
Prior sales and account management experience before 2005 held at high tech companies include – Dell, Symbol Tech. and EMC.
Education:
Malone University – Canton, OH
Masters Business Administration
University of Akron – Akron, Oh
Bachelors of Science – Marketing & Sales Management
Professional Sales Certification
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